Revenue Operations (RevOps)

Revenue Operations (RevOps) unifies the operational functions that were traditionally siloed across Sales Ops, Marketing Ops, and Customer Success Ops. Instead of each team building its own reports, managing its own tools, and defining its own metrics, RevOps creates a single operational layer that spans the entire customer lifecycle.

The function emerged in the mid-2010s as B2B companies recognized that departmental silos created data gaps, handoff friction, and conflicting metrics. When Marketing says "we generated 500 MQLs" and Sales says "we got 200 usable leads," someone needs to own the truth. That's RevOps.

Core Responsibilities

• Data architecture: Unified data model across CRM, MAP, CS platform, and billing
• Process design: Lead routing, opportunity management, handoff workflows, renewal processes
• Tech stack management: Tool evaluation, implementation, integration, and consolidation
• Analytics and forecasting: Pipeline reporting, revenue forecasting, performance dashboards
• Enablement support: Territory design, compensation plan administration, quota setting

For a complete breakdown, see What Is RevOps? The Complete Guide. For salary data, check our RevOps salary benchmarks.